WHO IS BEHIND Context Concessions Construction Water Alberto SalamancaConcessionsGlobal Head of PPP Business Development María José CamposConcessionsGlobal Head of Bidding Jorge GarcíaConcessions Global Head of Industrial Concessions Business Antonio RoigConstruction Global Head of Business Development Fernando VaraConstructionGlobal Business Develompent Director. Specialized Business Unit Railways&Tunnels Marc PonsodaWaterOperation and Maintenance Tender Manager David GarcíaWater Water Services Manager Tender and bidding teams participate in selecting tenders and performing in-depth analysis of the market, project design, construction, concession, operation, maintenance, and services in both the short and long term, in order to gain a comprehensive overview, improve technical and business performance, and minimize costs. Their work is vital to the company’s success, given the key role that bids play in winning contracts, the technical skill required for tenders, and the need to balance competitive prices with profit margins. The teams define the analysis, resources, documentation, strategy, quote, and final bid for each tender. To do so, they coordinate the involvement of all of the relevant departments, from finance, engineering and R&D to automation, purchasing, human resources, and sustainability, among others. “We cover a diverse range of projects on four continents and our tendering process ranges from identifying new business opportunities to forming consortia to defining the bid strategy to coordinating project management, operation and maintenance, and income demand teams. This involves both external management with partners and customers and internal management with ACCIONA’s different divisions to bring together the consortium’s interests and submit the most competitive bid, whether it’s for roads and hospitals, canals, power transmission grids, heat/refrigeration networks, or waste management.” “Along with the rest of the business development team, we take part in selecting potential tenders and performing market analysis of concessions and service provision contracts. We also study the operation part of EPC contracts with associated operations. We define the strategy for the bids as well as the resources necessary to put them together, and we coordinate the involvement of practically all of the departments in ACCIONA’s water business as well as outside consultants. In 2021, we submitted over 30 bids for water treatment and purification, and 32 bids for services. The outcome: 20 winning bids.” “In ACCIONA’s construction business, we draw on the technical know-how of the business development teams in the Specialized Business Units to support tenders all over the world. We monitor markets, identify opportunities in our relationships with customers and partners, negotiate agreements, and analyze each project using our own design or that of the customer to offer the best price and completion period. This analysis is strategic information that allows the CEOs to plan the company’s management. We’re talking about very complex tenders that can take over two years from business development to final bid submission, and we coordinate all of the associated ACCIONA departments. That’s how we contribute to setting new revenue records.”